You love the company The hiring manager calls, tells you the position’s salary It’s a bit lower than you hoped and expected, but you accept and report to work on Monday What is wrong with this picture Read More

Working with an executive recruiter offers several advantages for a company in need of a CFO or other high-ranking financial manager: Access to “hidden” candidates, industry expertise, time savings, and more Read More

Q: I run a small business that’s growing quickly I’m expanding my staff but have been hiring people who look great on paper but when it comes to getting along with the team or fitting in with the company culture, they are a bust There have been four people in the last three months who …

Business executives can be forgiven for not wanting to think about a key employee leaving the firm They cannot, however, be forgiven for not planning how to deal with such an eventuality Planning for changes in the sales leadership environment not only will pay off when the time comes, it also will allow companies to …

Marketing professionals know that when it comes to selling a product, it is best to emphasize “the sizzle, not the steak” By that they mean focusing on the emotional and sensual benefits derived from using the product, not the product itself Read More

The way you organize your sales team and structure their activities plays an integral role in the type of salesperson who will be successful in your firm To maximize your chance of hiring a great representative, align your company’s organizational structure with its business model, and then hire candidates with the skills to match Read …

The search for solid salespeople itself requires a healthy dose of salesmanship Much like the presentations you’ll be hiring salespeople to deliver, recruitment pitches should be approached with a progression of goals in mind Read More

You aced your interview You love the company The hiring manager calls, tells you the position’s salary It’s a bit lower than you hoped and expected, but you accept and report to work on Monday What is wrong with this picture Read More